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Future of auto sales means making new cars exciting

Adapting is key to the future of auto sales, JM Lexus executives said.  Consumers want upfront pricing and don’t want to spend hours haggling at a dealership.

“It’s amazing to see in 2017 that more people bought online,” president Craig Pollock said at Boca Chamber’s March breakfast.

Price, the speed of delivery and discounts drive consumer behavior, he said. “We have to let people know up front, and eliminate the back and forth,” he told 220 people at Boca West Country Club.

“Upfront pricing is key,” added Mark Hoppe, JM Lexus’ new vice president, and general manager. [Jim Dunn retired at the end of January.]

“We’re making this a seamless process” with on consultant assigned to each buyer, he said.

“How are we doing? We have 3,300 Google reviews and a 4.76 rating out of five,” Hoppe said. Both new and used cars sales are up, he added.

Lexus is designing a new luxury electric SUV. But he’s still high on hybrids, Hoppe said.

“We want to make sure we’re preparing ourselves and our dealers for the future,” said Pollock, also group vice president of JM Family Enterprises Inc.

By Marci Shatzman


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